Quota Professional Time &
A comprehensive curriculum of Advanced Selling and Time & Territory Management Practices
Next Session: March 17, 2014
This 9-week program provides a solid understanding of how to access and engage senior level purchasers and owners and manage the time demands of their territories. Participants will learn a planning method to maximize their return on time invested and a forecasting tool that will improve their forecasting accuracy.
Quota® Issue Selling™ The Quota® Issue Selling (QIS™) program has been designed to build on the core competencies taught in the Professional Sales Practices course and take the learner to new levels of sales performance!
QIS™ takes the learner to new levels of sales expertise by teaching the critical thinking and business acumen required to sell to senior level decision-makers or business owners. The student learns about the strategic planning process executives follow and how to link their products or services to their client’s key business issues. They also learn how to analyze their client’s market dynamics and recognize the various decision levels within their client’s organizations.
QTTM™ focuses on 3 core areas:
- Building Blocks – Time Management: Principles addressed include: Value Pyramid; Partnership Selling; and ROTI (Return on time invested).
- Territory Management Practices: Goal-setting & forecasting (using the proprietary Quota® Frontlog™ system; Targeting/identifying Key Accounts; Building Territory Marketing Plans (TMP).
- Key Account Sales Process: Sales Process Analysis: Account Acquisition and Opportunity Sales and Strategic Account Planning.
Who Should Attend
This program is open to any aspiring or current sales representatives,sales professionals or sales managers. Whether you are new to sales or a 20-year sales veteran, you will leave this program with renewed motivation and confidence in your sales and sales management abilities. The program provides every student, regardless of background, with the essential skill sets and competencies needed at each level of basic sales, advanced strategic sales and sales management.
Date/Time: March 17 - May 19, 2014
Monday's from 6pm - 9pm
Location: The Center for Professional Development
300 Corporate Parkway, Suite 130
Amherst, NY 14226